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Sales Management: Week 10 – 21 Disciplines
Week  10 – 21 Disciplines Learn, practice or drill a sales lesson every day.   You never see a major league baseball player skip batting practice on game day.  And many of those players make millions of dollars.  Professional golfers hit the practice range with a coach before the start of every tournament round.  Professionals …

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Sales Management: Week 9 – 21 Disciplines
Week 9 – Poor sales forecasts make for a bad business climate. Many reps will pad their sales forecast to make it look good to the boss. Obviously, this eventually fails.  On the other side of the coin, which is equally as bad, is the sales rep that will not put a prospect into their sales …

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Sales Management: Week 8 – 21 Disciplines
Week 8 of 21 Disciplines – Focus on getting customers, not deals. If you’re in a B2B business your growth will come from repeat business or recurring revenue from your existing customer base.  You can make questionable promises to close a single deal but that’s not how you build a business.  (Don’t forget, even if you …

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Sales Management: Week 7 – 21 Disciplines
Week 7 of 21 Disciplines –  The highest degree of integrity. You cannot be one kind of person and another kind of salesperson.  As a Sales Manager, you cannot tolerate (or afford) to have unethical salespeople in your company.  One thing that should get a sales rep fired on the spot is lying to, and/or misleading …

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Sales Management: Week 4 – 21 Disciplines
Week 4 of 21 – Nurture a desire to be better than the competition. No mistake about it, the top performing rep is the one who does not like to lose.  You want reps that hate losing to the competition and don’t do well at all with coming in second place.  You must instill the concept …

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Sales Management: Week 6 – 21 Disciplines
Week 6 of 21 Disciplines – Documentation for every call. Sales reps come and go.  You just don’t want them “going” with the knowledge of your prospects and customers notes, activities, contacts, meetings, etc., in their head never to be seen by your company again.  Whatever CRM or sales automation system you use, you need to …

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Sales Management: Week 5 – 21 Disciplines
Week 5 of 21 Disciplines – Demand a guaranteed number of QUALITY sales calls. Your reps need to be thinking about making quality calls rather than focusing on quantity.  They should not want to leave the office until a certain number of quality calls have been made – meaning getting newly qualified prospects or reaching current …

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Sales Management: Week 3 – 21 Disciplines
Week 3 of 21 – Nurture a desire to be better than the competition. Sales reps, like other professionals, need the drive to become the best at their craft.  With the web, eBooks, podcasts, email newsletters, etc., it is easy to find relevant, well-designed sales training. No mistake about it, the top performing rep is the …

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Sales Management: Week 2 – 21 Disciplines
Week 2 of 21 – Build a desire to learn and get better. Sales reps, like other professionals, need the drive to become the best at their craft.  With the web, eBooks, podcasts, email newsletters, etc., it is easy to find relevant, well-designed sales training.  A lot of this training is free.  I offer free training …

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Factional sales management
Fractional sales management

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